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Cracks In The Armor
A field guide for anyone whose job is to help people see a bigger future — and say yes to it.
Coming soon. Join the launch list to get the first chapter the day it's ready.
About the book
The playbook he wished he'd had on day one
When Grant Myatt started recruiting for Century 21 Masters, he had no idea how to recruit. It took five months before a single agent said yes. Cracks In The Armor is the book he wishes someone had handed him on that first day.
Written from inside the work — the cold calls, the coffee meetings, the objections, the micromanaging bosses, and the wins that changed careers — Cracks In The Armor breaks down how great recruiters earn trust, sell a vision, and inspire people to take the leap.
Why I wrote it
I originally wrote this book because when I started my job at Century 21, I had no idea how to recruit. The truth is everyone sells, but they are all selling something different.
Who it's for
- Real estate and mortgage recruiters who want more yeses
- Brokers and team leaders responsible for growth
- New recruiters in their first 90 days
- Sales professionals who want to master the art of persuasion with integrity
- Leaders who want to inspire people, not just manage them
What you'll learn
Key lessons inside
Why recruiting is selling a vision
You don't need to have sold a house to recruit someone who sells houses. You need to paint a future they can believe in.
How to ask better questions
The questions that uncover what a top producer actually wants — and what's quietly keeping them where they are.
Talking about commissions
How to handle the money conversation honestly without letting it become the only conversation.
Turning objections into conversations
What's really behind "I'm happy where I am" — and how to respond with curiosity instead of pressure.
Phones over posts
Where to meet recruits, and why disciplined calling beats an Instagram video that gets two likes.
Managing up
Lessons from working under micromanagement — and how to keep producing when you can't control the pressure.
When to grow your own team
The signals that it's time to hire, and why personality fit matters as much as skill.
Read a sample
Lines from the manuscript
A first look at Grant's voice. The full first chapter goes to the launch list first.
“Everything that you believe in is because you were sold something.”
“You need to be able to sell a vision. Lay the red carpet as they say!”
“If you want to be better than the rest, you must be willing to do what the rest won't, aka phone calls.”
Inside
Contents
Working table of contents. Subject to change before publication.
- 01Why Recruiting?
- 02My First Year
- 03My Second Year
- 04Asking Questions
- 05About Commissions
- 06Handling Objections
- 07Reporting to Your Boss
- 08Technology and Its Implications for Recruiting
- 09When to Grow Your Own Team
About the author
Grant Myatt
Grant Myatt is Director of Recruiting at Century 21 Masters, where he recruits real estate agents and loan officers and coaches a team of recruiters. Grant went five months without a single recruit before finding his stride. Since then he has become known for reaching top producers: when leadership asked him to open San Diego, he met with agents representing $50 million in production within weeks. Grant is the author of the forthcoming book Cracks In The Armor. He holds a B.B.A. in Marketing from Biola University and lives in Southern California.
To my Mom and Dad, who inspired me to be a better man and chase after God — and to Lindsey, my coach, who believed in me.
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